TRUSTS FUNDRAISERS - IT'S TIME TO STOP PAPERING OVER THE CRACKS!

Ask people about a trust fundraiser's most important skills and I bet these would be common answers:

• Knowing which funders to approach and what they're looking for
• Their existing relationships with funders and the ability to build them
• Writing clearly, concisely and convincingly
• Organisational skills to keep track of tasks and deadlines

These are all vital, but I've got an underrated one to add to the list: the ability to ask the right questions.

The trouble with the art of ‘writing convincingly’ is that it can be misunderstood as ‘papering over the cracks to make sure we've got a good chance of succeeding’.

As a trusts fundraiser, have you ever been guilty of the following:

• Rejigging a budget to disguise a lack of detail or figures that don’t really make sense?
• Writing some creative waffle to make up for missing evidence or impact data?
• Knowing deep down there’s a weakness in your project but hoping the funder won’t notice?
• Burying that gut feeling because challenging your colleagues feels awkward?

Writing convincingly doesn't mean papering over the cracks in your project

Many organisations approach us for fundraising support to help make their jobs easier. And in many ways, we try to be easy to work with: we plan ahead to allow time for deadlines, we condense funding guidelines into a few key bullet points, we'll sift through dense background reading to find a few key points for an application.

But you know what - sometimes we’re a bit of a pain to work with, and I wouldn’t have it any other way.

It’s easy to keep people happy, pretend you’ve got everything you need for a strong application and submit it as quickly as possible. Initially, everyone will feel great. Then when the funder comes back and says no, suddenly everybody is a lot less happy.

That's why it's important to avoid papering over the cracks and be prepared to ask the difficult questions:

• Have we provided enough consultation data, key statistics or third party research to convincingly articulate why our project is needed?
• Have we been specific enough about our planned activities - what, where, when, who, how often?
• Have we explained exactly what we’re looking to achieve, and how we'll measure the results?
• Have we demonstrated why we’re the best organisation to do this work, and how we're different from any similar services that exist?
• Have we been crystal clear about exactly how much money we need, and what we'll spend it on?
• Have we gone looking for the perfect case study or quote to capture the essence of what we do?

This isn't about voicing your personal concerns. It's about trying to really get under the skin of the funder and anticipating what they'll think when reading your application. What will they be looking out for as proof that you know your stuff? What aspects might they be concerned about, given their own funding priorities? Will they understand all the language you've used if they don’t have specialist knowledge of the subject?

Reviewing your draft applications critically - and from the funder's perspective - is crucial

Sometimes this means having a certain amount of distance from the cause is a good thing. Our clients often tell us that they chose to work with us because we're knowledgeable and passionate about their work. I agree this can be a good thing, particularly when approaching specialist funders, but it's also risky to know far more about a subject than the person who’s going to be reading your work, or so convinced about a project that you lose the ability to critique it objectively.

All that said, when you’re working with people who are super busy and a funding deadline is looming, I appreciate that digging your heels in and asking difficult questions won’t always make you popular.

But ask yourself this - would you rather have a difficult conversation during the drafting process when there's still time to address something, even if people think you're being too cautious? Or deal with the disappointment later when an application is rejected and you're powerless to fix it?

I’d always rather trust my judgement and stick to my guns on a point that could be crucial to the funder, than regret having backed down later.

People do usually appreciate this in the long run. We've had plenty of tricky conversations with clients when working on a major application, but they frequently tell us later that it was worth going through the pain to make it stronger. 

Sometimes a heated conversation is worth it to strengthen your application

That's not to say you'll always get your way - we all get overruled sometimes, and have to back down or at least pick our battles. The important thing to remember is that your job is to ask the right questions, not to provide all the answers.

So here's my challenge to all the trusts fundraisers out there: be bold, be prepared to ask the difficult questions, and don't think you're doing your organisation a favour by papering over the cracks. If your colleagues think you’re always a dream to work with, perhaps you're not raising as much money as you could...

And if this leads to the odd difficult conversation internally, then by all means blame us and point people towards this blog!

Find out how we can help you write stronger funding applications